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Melinda Marcus has been named one of the “Ten Outstanding Working Women in America” by Glamour magazine and “One of the Five Women to Watch in the Southwest” by ADWEEK magazine. Melinda is a highly rated keynote speaker and workshop leader on The Science of Influence. You may have seen her recent TED Talk about why high achievers fail to hit their goals”. Melinda coaches business executives and other working professionals the tools they need to immediately leverage the power of body language, the art of negotiation and persuasion, and so much more.
In this episode, Melinda reveals to me how subtle factors – like non-verbal communications – can either “make you or break you” when you are trying to build trusting relationships in business. So many of people do not pay enough attention on the body language our respective clients or prospects are using as we're talking to them. Melinda says once you're able to fluidly read the body language of others, you can direct the conversation to a more engaging tone where you've peaked your client's interest and have engaged them with your message.
Show Notes
[2:35] What are some of the subtle factors people need to keep an eye out for?
[4:20] Put yourself in the other person's shoes and figure out what they deem valuable.
[5:00] Don't assume your target market thinks about the product the same way you do.
[5:25] How do you find out what your clients need? Ask them reflective questions. Discover more on how to do that.
[7:15] How do you know what truly motivates your target audience? Melinda explains further.
[8:00] Melinda shares an example of how someone can use subtle cues from their customer to turn the tables around.
[10:35] Most people are not looking at the non-verbals of a client to see what they're true feelings are. They focus too heavily on what the client is saying instead.
[11:40] I talk about how I prepare for my speeches. It's true, I do tend to over prepare on the content, but the best presentations I've given have been based on how I am resonating with the audience and finding out what their pain points are.
[13:10] What does the client or prospect need to hear? What's most relevant to them? You have to read their non-verbal body language in order to find out.
[13:30] Most people are just thinking about what they're saying as oppose to what the response is.
[13:55] How can women in the workplace use these cues to get a promotion? You won’t want to miss this!
[16:50] Warning: Sensitive Subject Ahead! I talk about my investment banking history and the things I've personally seen in the workforce. Does sex really sell?
[20:05] The first visual impression has the biggest impact, but women are also judged on the tone of their voice.
[25:35] Believe it or not, early in my career, I was told by a director of Human Resources that I was not “banker material”. This made me more determined than ever to get into the banking industry. Listen in for more.
[27:40] Melinda talks about how fingernails can impact your first impression.
[31:00] What about the parts of your appearance/the things that you can't control? How does that affect the decision process?
[35:10] What is pattern under pressure? Melinda and I discuss mindset and the unconscious mind.
[38:40] Melinda talks about her TED talk presentation, The "Perfect" Excuse.
[44:00] Find out how Melinda got involved in this career path here.
[49:35] Provide solutions to people as oppose to pushing a product people don't need.
Referenced in This Episode:
Read:
Does the way you dress affect the way you think?
Watch:
Melinda Marcus – The "Perfect" Excuse
Melinda Marcus – The Hidden Agenda Speech
Follow:
Young Presidents' Organization
Texas Instruments
Dr. Robert Cialdini
Joe Navarro
Deborah Tannen
Connect with Melinda:
www.influenceadvisors.com/
Leave Me a Review:
If you enjoyed this episode, please help me by leaving an honest review on iTunes. Your feedback is important to me. And while you’re at it, don’t forget to subscribe to the Show.
On iTunes
On Stitcher
Melinda Marcus has been named one of the “Ten Outstanding Working Women in America” by Glamour magazine and “One of the Five Women to Watch in the Southwest” by ADWEEK magazine. Melinda is a highly rated keynote speaker and workshop leader on The Science of Influence. You may have seen her recent TED Talk about why high achievers fail to hit their goals”. Melinda coaches business executives and other working professionals the tools they need to immediately leverage the power of body language, the art of negotiation and persuasion, and so much more.
In this episode, Melinda reveals to me how subtle factors – like non-verbal communications – can either “make you or break you” when you are trying to build trusting relationships in business. So many of people do not pay enough attention on the body language our respective clients or prospects are using as we're talking to them. Melinda says once you're able to fluidly read the body language of others, you can direct the conversation to a more engaging tone where you've peaked your client's interest and have engaged them with your message.
Show Notes
[2:35] What are some of the subtle factors people need to keep an eye out for?
[4:20] Put yourself in the other person's shoes and figure out what they deem valuable.
[5:00] Don't assume your target market thinks about the product the same way you do.
[5:25] How do you find out what your clients need? Ask them reflective questions. Discover more on how to do that.
[7:15] How do you know what truly motivates your target audience? Melinda explains further.
[8:00] Melinda shares an example of how someone can use subtle cues from their customer to turn the tables around.
[10:35] Most people are not looking at the non-verbals of a client to see what they're true feelings are. They focus too heavily on what the client is saying instead.
[11:40] I talk about how I prepare for my speeches. It's true, I do tend to over prepare on the content, but the best presentations I've given have been based on how I am resonating with the audience and finding out what their pain points are.
[13:10] What does the client or prospect need to hear? What's most relevant to them? You have to read their non-verbal body language in order to find out.
[13:30] Most people are just thinking about what they're saying as oppose to what the response is.
[13:55] How can women in the workplace use these cues to get a promotion? You won’t want to miss this!
[16:50] Warning: Sensitive Subject Ahead! I talk about my investment banking history and the things I've personally seen in the workforce. Does sex really sell?
[20:05] The first visual impression has the biggest impact, but women are also judged on the tone of their voice.
[25:35] Believe it or not, early in my career, I was told by a director of Human Resources that I was not “banker material”. This made me more determined than ever to get into the banking industry. Listen in for more.
[27:40] Melinda talks about how fingernails can impact your first impression.
[31:00] What about the parts of your appearance/the things that you can't control? How does that affect the decision process?
[35:10] What is pattern under pressure? Melinda and I discuss mindset and the unconscious mind.
[38:40] Melinda talks about her TED talk presentation, The "Perfect" Excuse.
[44:00] Find out how Melinda got involved in this career path here.
[49:35] Provide solutions to people as oppose to pushing a product people don't need.
Referenced in This Episode:
Read:
Does the way you dress affect the way you think?
Watch:
Melinda Marcus – The "Perfect" Excuse
Melinda Marcus – The Hidden Agenda Speech
Follow:
Young Presidents' Organization
Texas Instruments
Dr. Robert Cialdini
Joe Navarro
Deborah Tannen
Connect with Melinda:
www.influenceadvisors.com/
Leave Me a Review:
If you enjoyed this episode, please help me by leaving an honest review on iTunes. Your feedback is important to me. And while you’re at it, don’t forget to subscribe to the Show.
On iTunes
On Stitcher